How Brian Tracy Went From Rags To Riches

foreign welcome to the show it's a pleasure to have you here thank you Jason uh it's it's like to be with you you're coming to us from Bali I've been to Bali I've been all over Indonesia I've also traveled in 125 countries and given seminars in 84 countries and so I'm not unfamiliar with uh what with how people sell all over the world and the differences are not that great surprisingly enough it's not as if European ways of selling are dramatically different from Asian ways of selling and Chinese are different from uh Indian and Indian

and Chinese are different from Australia and New Zealand the the essence of selling is very much the same worldwide and once you master the foundational skills it's like learning how to build a building once you know how to find the land clear the building build the foundation and then build the walls and roofs you can do it anywhere in the world and I learned this as a Young Man a struggling failing um living in my car living on the floor of friends houses at apartments when I was coming up and I finally learned that their

essential skills that you have to have in any field and once you have those skills you have to continue to to build on them you have to identify your weakest skills and work on eliminating them and identify your strongest skills and work on getting better and better at them and sometimes just one idea here can transform your life transform your career transform your income and you can become then the top 20 percent the highest paid people in the world in sales uh anywhere in the world if you learn the right skills and practice them over

and over until they're like breathing in and breathing out you could go anywhere in the world and sell effectively so that's some of the things we'll talk about today I love that you label that as a skills because I think it's one of the most important skills for success is the one of sales yet you know there's a lot of stigma we have an uphill battle when I started talking about selling with love some people raise an eyebrow and I know you particularly have noticed some people might have a negative perception around sales but you

label it as one of the hardest jobs in the world when some people think oh sales people they just they barely do anything and they just collect a commission check why would you say it's one of the hardest jobs for those who might be skeptical because anybody who starts in selling learns immediately that it's not just a matter of making a presentation and getting a check let me start off with my own story when I speak and I've spoken now to millions of people when I speak I in my notes to the side I write

MOS my own story and so I always try to give an example of uh how this this that I'm teaching has affected me and what happened is I worked as a labor I started off washing dishes and I went from washing dishes to washing cars and from washing cars to washing floors my wife always gives me things to wash I say that she wants me to keep my hand in she wants me to stay sharp by washing things and that's just a joke but I went from there to factory labor I worked in Sawmills when

I was 23 years old I was a an itinerant Farm laborer living on the farm in the farmer's barn and um working all day and eating with the farmer's family during the Harvest and it did not pay well except it actually did pay well during the Harvest but when the Harvest was over on itinerant Farm labor is no longer employed and the only thing I could do is get into sales so I got into sales by backing into it and I went out and I was not afraid to sell I find that hunger is a

real motivator for a laboring job and so I was selling a 20 item from office to office to business people it was a it was a sort of like a a credit card for uh going to restaurants and if you presented the rest of the card you would get a discount and so a person could actually buy the card which is only twenty dollars and use it once and if the meal was large enough it would pay for itself it was just like a discount card and I thought this would be easy to sell people

would just take it out of your hands well it turns out that I I began to learn the worst words in the world of Sally's was which was let me think it over let me think it over let me think about it leave me some information why don't you call me back uh in a week a month or something else but it was never yes it was always an excuse and so I used to get up in the morning I figured well if I made more calls by the law of probabilities the odds I would

make my ourselves so I get up at six o'clock in the morning and I'd prepare and I make my first call at eight o'clock in the morning and I would start knocking on office doors and Factory doors and speaking to Executives people who had twenty dollars to buy a card but nobody bought anything and uh it was always the same thing so let me think about it leave me some information let me think it over uh let me uh talk it over with uh my friends who else do you know do I know that may

have bought one of your cars and so on but it was always an excuse to not take action and I thought and that there must be something flawed with one of my with my product if nobody was willing to take action and after about six months I'd make a sale I'd eat eek out is the word eek right grass from dirt with your hands and feet and um enough to live week by week sometimes I didn't feet or only eight once a day I say that uh learning selling making a living selling without property sale

proper sales training is the fastest weight loss program uh in the world you can uh you can I lost about 18 pounds uh when I began selling the first few weeks and months it was uh it was grim and finally after about six months there was a Salesman in our company named Pete I still remember Pete and um Pete was making 10 times as much as anybody else and he'd roll into the office uh at nine or nine thirty he quit at 4 30 or 5. he'd go to nice nightclubs and go to nice restaurants

he had a pocket full of money he uh was making more than anybody and so one day I did something and it changed my life forever and I still remember it I said said to him who went up to him and I said Pete what are you doing differently from me how come you're making so many sales and making so much money we're selling a simple product at a low price in the same Market to the same people under the same conditions and yet you're selling 10 times as much as anyone else so I still

remember because it changed my life he said well uh show me your sales presentation and I'll critique it for you I'll give you some feedback on it and I said well I don't have a sales presentation he said well how do you sell I say well I go from office to office and I tell people I've got this really great product and if they buy it they'll make money or save money um and they'll be um happy that they did it and he said well that's not how you sell he said you don't sell by

telling you we call this challenge we say telling is not selling whatever you find yourself telling about your product it means you've gone off the uh off the chart you're not selling anymore he said you sell by asking questions I still remember this we he said come with me and we went across the street from the office we sat in a park in a park bench and he said I'll show you the pre the process of selling and he walked me through a series of questions that you ask with a prospect and it's in charge

of very general questions he said you have to be sure that this is a genuine Prospect not a suspect a prospect is someone who can and will buy and pay for your product within a reasonable period of time a suspect is just someone who's breathing um and and may or may not be a prospect so the first thing you have to do is ask questions and ask them about this and ask them about that the most important part of selling is that the prospect likes you that they like you and they trust you and they

believe in you now how do you build trust well the three words that an enormous impact on my life forever after were the words listening builds trust and if you're in sales write this down write it on your hand write it on your wrist remember talking does not build trust talking in a way drives people away asking questions and leaning forward and listening intently builds trust and people cannot buy it from you until they reach a certain level of trust where they feel confident enough to accept your recommendations so the very way the way that

you build trust is by asking questions and listening carefully to the answers by the way if you're a single male and you're interested in going out with girls when you meet a girl don't talk to her and try to impress her ask her questions about herself but the more you ask questions about the other person and listen closely to the answers without interrupting the more they like you and the more they trust you and the more they open up to you nothing will destroy a budding relationship faster than you're talking non-stop so I this is

the first thing I learned is ask a question now what kind of questions do you ask will you ask questions about what they are doing now and what their plans and hopes are for the future and uh how is what they're doing now working and with they be open to a different or better way and and so on but you ask questions that qualify the person before you start mentioning your product at all in fact in many cases the customer or Prospect doesn't even know what your product is in the first part of the sales

conversation because you're focused more on asking questions the beginning of your conversation is to build a friendship is to build trust and listening builds trust remember that well so I went out instead of talk talk talk talk talk I just ask questions and listen and lean forward and paid attention and another thing that builds trust is when you write down people's answers to your questions that shows the listener that you really care about what they're saying that you're not jerking them around or playing a game with them so ask questions listen closely ask follow-up questions

write down your answers and so on so the prospect realizes that you genuinely care about what it is they they want a need and then you can ask more detailed questions for instance if the person never uses your product there's no point in talking to them about how good your product is so you think the first thing you started off is a question that asks do you use this product or would you use it would this be helpful to you and so on so that's what I began doing and I went out and what Pete

did is he took me with a piece of paper and draw a funnel on the paper and a general question then a less general question and then I I like I like the word seven so I worked out seven questions from the general to the most specific and then after the seventh question then you start moving into actually making the sale so I went out and I did that all day and customers behave differently toward me they Lean Forward they offered me a cup of coffee before they used to make me sit in the waiting

room and bring me a glass of water and now they brought me into their offices and they offered me a cup of coffee and uh they became interested in buying from me so I said no now what do you do he said well uh have you read any books on selling and I still remember that that kind of said are there books on selling I've read 6 000 books in my lifetime I'm a voracious reader as you know I've written 91 books and published them in 55 languages so so I'm quite knowledgeable about the subject

of writing and reading and um I said are there books on signs where would you get them well you get them at a bookstore which made me feel pretty stupid so uh because I I love bookstores I went to withdrawn like magnitude to bookstores and so um I went down to the bookstore I said do you have any books on selling they said yes they're in the business section and I went there and there's this wall of books on selling I still remember the first book that I had bought on selling I looked I didn't

have that much money I looked at the book so they found a paperback book it was called how to sell well and that's what I wanted I wanted to learn how to sell well this book was written by a man named uh Heights of Goldman I was from England and uh I read the book from cover to cover and I read it again and here's a guy with 30 years experience to explain every part of the sales process while you understand the product how you find customers how you position yourself against competition and so on

and so I read that book and I went Aaron every time I learned something new I went out and I practiced it I practiced it immediately and this is very important if you learn something new put into action immediately now here's the second thing nothing works at least it doesn't work the first time and what most people do is either they don't learn and if they do learn they'll they procrastinate on trying out the new idea and if it doesn't work immediately they give it up and go back to what they were doing which wasn't

working either so this is what you do is when you as soon as you learn something new you immediately apply it try it I would I would just get up and go straight into an office and use the new material and if it was a good idea it would work a little bit and then if you use it again and again it would work a little bit more a little bit more and pretty soon people would start responding aggressively and I started to make more sales in one year after aggressively dedicating myself to reading learning

and trying it out my sales my income went up 10 times and within the next year I was allowed to recruit and train other sales people within my second year I had 95 sales people in six countries working under me and from whom I was making an override commission and then I began to train other sales managers and soon I had all of Southeast Asia under my control and I earned more money than I ever dreamed possible and it came from learning how I began to study a philosophy about this time I don't know I'll

show you many subjects but one of the things that I studied was Aristotle because Aristotle was the greatest thinker of all time and what I learned from Aristotle it was the law of cause and effect and what Aristotle said which basically is the foundation of all science all mathematics all philosophy is that the law of cause and effect is that there's a reason for everything that happens if you want something to happen find out someone else who's getting that result now and do the same things that they do and if you do the same things

they do over and over you will soon Master the skill and you'll soon get the same results they do I have easily five million graduates worldwide in sales my audio program the psychology of selling which I produce for nightingale Kona became the best-selling and is the best-selling audio program in multiple languages in history and people have literally gone from Rags to Riches with psychology you're selling they because they've become wealthy Nightingale Kona to produce the program said that more people have become millionaires more salespeople became millionaires with the psychology of selling than any other sales

influence in history one of my clients that I really admired when I was coming up was Xerox and Xerox had a an organization called Xerox learning systems and what they did is they developed a system of selling and then they sold the system so if you wanted to train your salespeople you would call Xerox learning systems and they would charge you a fortune to train your sales people well uh so I was really really looked up to uh to to Xerox because they were so successful and then they fell out of the sky and their

sales system stopped working and then what I found and this is all over a period of years but I found that Xerox had developed the xerography printing system and this system was basically uh the only way that you could duplicate a letter except from typing it yourself um was with xerography which was having printed it through a zerography system so they went from store to store and people said oh my God this is save a fortune I mean you can actually produce dozens hundreds of books if well so Xerox sent their people out and everybody

bought Xerox systems with both hands became one of the biggest most successful companies in the world the sales people became Rich because everybody you could either write it by hand or type it with a typewriter which I did at one time or you could get a xerox machine and so if Xerox became the world leader and everybody said wow their sales system is is miraculous is they go out there and they sell to everybody and then um uh Rico and several companies out of uh uh Japan uh when they when the when the patent expired

uh and came off Madden they developed their own machines which are vastly superior to the Xerox machine much much better and cheaper and faster working and so on and literally Xerox stopped being the kings of the world they were just one uh lots of companies manufacturing Xerox machines and instead of them having this miraculous sales system that they were selling to other companies they found that they didn't have a miraculous sales system at all they just had a uh a patent on a zerography process and all the other companies I know because I trained them

all they hired me to train them in sales so for me it was wonderful but I found out that this the cause and effect was that Xerox had the the patent and if you wanted to if you wanted to copy a piece of paper you had to use Xerox or do it by hand what happened when their patent expired is now they had to sell on the basis of competition speed quality price and so on and wow and so I began to study the science of selling and I began to put together Sales Systems and

people came to my system my first major my first public seminar at seven people my second had 12 my third had fourteen my fifth had 20 and the next seven are at 25. within two years I had a thousand and two thousand people coming to my big public seminars in huge auditoriums and um what I did is I put together a sales system with seven parts and I said here's the systems the cause and effect relationship if you would follow this system bit by bit like a recipe if you mix the recipe in the proper

quality and quantity of ingredients out of the end other and will come sales and they did and people became wealthy and uh it used to be that I'd have to work work hard to get people to come to my summer her soon I had the top promoters would hire me and they would go out and put a team into a city like Chicago and bring a thousand or two thousand people into an auditorium and I would come and I would teach my system and my system was very simple and it's still to this day in

fact I'll just I'll tell you the system and here's an interesting thing it's like a beautiful dish if you don't if you miss one of the ingredients or you have the wrong quality and quantity of the ingredient you won't make the sale just like if you prepare a dish your your the dish is not going to taste very good if you don't put it the proper ingredients and so uh I began to take these ingredients and I found that your weakest key ingredient or skill sets the height of your income now this to me I

said it still rings in my mind your weakest key skills that's the height of your income so one of the things you have to do is you have to say well if I'm going to become excellent in selling where am I weak that's where you start because that's what's holding you back that's what's determining the restaurants you go to the car you drive the house you live in everything is determined by your weakest skill and so what you do is you start by going after your week of skill and I remember that my weakest skill

was closing sales close in the sale and here's an interesting thing is if you're not good at closing the sale you're not good at opening the sale because something happens inside of you if you know each time you get to the end and you ask them for the order and they put you off or make an excuse or have you call back later soon you've become discouraged and you lose your enthusiasm for calling and making calls in the first place yeah because what the heck you can make 10 calls speak to 10 Prospects and they're

all going to say no and so this is one of the biggest killers and I I it took me years to understand this people sabotage themselves by this thought in the back of their mind that they're not going to buy anyway so therefore they're not enthusiastic about making the call in the first place so I I realize that and I realized that closing the sale was the key psychological barrier for me so I began reading and studying and sending away for everything on closing sales and then I put together a program and the program is

called the art of clothes in the sale and that became the most popular single sales system of all time worldwide you can get it right now you can go to audible you can download it and there's 24 techniques there's more than 100 sales closing techniques but based on my years of research and thousands of sales calls there's 24 and so what I do is they teach you in that course you just listen to it and you practice it listen to it over and over again until you memorize it and then from that on that time

on you can hardly wait to make calls because you know you if this is an interested Prospect they're going to buy from you because you have the answer there's no manipulation there's no tricks there's nothing fast it's all just very genuine helping a good Prospect decide to buy from you and so I so I did this 24 techniques for closing the sale and when I began speaking public speaking this is the first course that I offered and I charged 95 and uh just at the point where I was almost broke I got 95 people came

to my first seminar at a Downtown hotel and it was I guaranteed it unconditionally if you're not happy with this three hour seminar no charge but you have to pay to get in and nobody ever asked for the money back the the sales became more and more and larger and larger and so on and so then we reversed all the way back up to prospecting so now now if you know how to close the sale now you have to know how to get the get the sale and so there's seven parts of the system and

these are all based on incredible amounts of research 22 years of research paid for by some of the biggest companies in the world with a good friend of mine named Neil Rackham I became a friend later and what it was as a professor and what he did is they paid put it put about 20 million dollars behind him to go out and do interviews with customers and sales people and find out what actually took place when a sale took place and so he did he did lots or certain lots of people my work was even

better because Neil was never and it was never in sales he's a good friend of mine still but he was he had never been he never sold anything he'd just done the research on how sales were made and so uh what I did is I put together and I took his stuff I took it apart I emphasized some of the material and then I began to read every other bit of research that's been done over hundreds and hundreds of hours so I came up with seven Parts number one is prospecting is how do you get

a uh how do you how do you get a meeting with a qualified Prospect in the first place step number two is building Rapport is how do you build a relationship with a prospective customer that where the person likes you and trusts you and is open to you and is willing to answer your questions this by the way is the critical skill which comes from listening builds trust listening build stress but there are several other things that build trust and then step number three is qualifying and you ask them questions of every kind on what

they're doing now what they've done in the past what they plan to do in the future uh and so on and then step number uh four is presenting so now you have found the right Prospect you've built Rapport you have qualified them by asking them a whole series of questions about what they're doing now what they hope to do in the future and then you present and you show that your product or service is the very best decision for them all things considered then number five is answering objections because every Prospect has reasons why not

there's objections then because every Prospect is afraid of being taken advantage of they're afraid of paying too much they're afraid of getting the wrong product and so on one of the things which was very helpful to me and I learned this from some of the best companies is to offer a sweeping guarantee they find that the the greater the guarantee the more confidence a person has in buying from you um if you have a guarantee that seven days the return rate will be nine sixty seventy percent if your guarantee is one year or five years

and then I finally learned the great secret which made me the biggest highest selling audio pro audio tape producer in the world was lifetime guarantee and they say look people take advantage of you they'll take your stuff and they'll use it and then they'll ask for their money back I said no there's a certain type of person who is developed is who's committed to personal growth and personal development they don't want their money back they just want your product to work and and we learned that oh my God so what you do is you tell

them this product will work this is what it will do for you these are the results you'll get this is an exam here's an additional income here's an example of people who went from ranks to riches and so on and I used to give a one month guarantee a three-month guarantee a one-year guarantee I'll tell you what take the programs listen to them try them out and if for any reason you're not happy for the rest of your life send them back and there's no charge no charge no questions and if people say well how

can you do that because if people are happy with the program if they're getting the results that you promised they don't want their money back they're too busy making money I mean it's a it's a pain in the neck too he's packaging up things and sending them back for a hundred dollars or whatever it costs and so on and so my my sales went up and my return rate went through the floor and um and so people started to tell other people go to the seminar buy the programs go to the seminar buy the programs

and and I met my friend Harvey McKay I asked asked him to do a little promo for me for one of my programs and he said there are three reasons why you should buy Brian's program it works it works it works which is the only thing that people want to know just convince me that it works just just make me feel confident that it works and we had people who have asked for their money back sometimes we get a surge of returns around Christmas time they buy the program in the fall and then December comes

and it's Christmas present time for their family and they'd ask for their money back and then after Christmas middle of January they'd come back and buy the program back again so so it was it was great I made Nightingale Conant a rich company because my sales representative enormous quantity of enormous percentage of their sales number seven is closing the sale so now we come we have you meet people you establish Rapport you qualify them to find out what it is that they want and need and can afford to pay for you present um your product

or service you answer their objections you uh close the sale and then you get resales and referrals so once a person buys from you they buy from you again and they tell other people to buy from you as well so my sales just went through the roof and everybody who used my system Breathe In Breathe Out follow the system like a recipe and you'll make great money and as you know from my material it's not complicated it's there's it's not manipulative it's makes no attempt whatever to fool the person it's to help people so I

tell my my sales people I said you know don't see yourself as a sales person see yourself as a helper you are a helper your job is to go out and help people achieve their goals with your product and so you find out what it is that they want and need and are willing to pay for what are the goals that are most important to them and your job is to help them to get those goals in a cost-effective way and if you would do that and if the customer sees you as genuinely concerned about

helping them uh achieve the benefits of your product or service they'll buy from you they'll buy from you again and they'll tell their friends to buy from you as well so the key to successful selling basically is resales people are so happy with their first purchase that they buy another one and the second part is um bringing and getting referrals there are many companies that just had one Central focus and it's to get referrals it's to treat their customers so well that their customers willingly give them names and addresses of other people who buy and

so the very best companies in the world are the companies that have tremendous referral systems everybody is trained to ask for referrals how do you ask for referrals you promise them that if you're not happy for any reason in case you have your money back and uh so this is what my sales experience has been and every single thing that you study needs to that seven part system that recipe for a seller and it works anywhere in the world and it works with any product and any service and any person at any age in any

company but it also fails if you don't use it it fails it's like you didn't use a particular Spice in a particular dish that requires that spice and then and then then this doesn't taste that good there's nothing you can do to make it taste good if you leave out in an essential ingredient so that's what we do in sales and I've now I've built a 150 percent sales consultancy you know um organization around the world where people went into companies large and small and trained 20 30 40 50 people and we had overhead projectors

and um uh all kinds of equipment and workbooks with everything written out details still have them and more people as I said have become wealthy using this material and all it was is going back to Aristotle cause and effect how do sales people make sales they follow these seven steps and they do them one at a time they don't go do it all at once they do one at a time sometimes it takes two or three meetings I I've worked with sales professionals who took uh who would meet and they'd meet for an hour and

they'd say I'd like to meet with you again at a later time and show you some of the things that that we can do for you wouldn't even try to make the sale but they would try to do is get a really good understanding and build rapport so that you you knew them and you like them and you trusted them and you're open to talking to them and listening to them and buying from them at a subsequent meeting so so all of this stuff is is is cause and effect and if you want to make

a lot of money I used to my when I started off in sales the most money I ever made in my life was fourteen thousand dollars in a year and working my butt off for uh I start in the morning I work all day I work weekends I go out in the evenings and knock on doors and so on and I made fourteen thousand four hundred dollars I know because that's what I wrote down on my tax return and we don't usually lie or exaggerate on our tax returns and then it went up and he

and five years after I began to use these techniques I made surprisingly enough is a hundred and forty thousand four hundred dollars in uh five years later and within 10 years I was earning more than a million dollars a year in sales selling commission based products and so anybody else can do it you just do it it's like riding a bicycle the first time you write it it'll be wobbly and you may fall down and second time a third time you eventually reached the point where you can ride a bicycle without any nerves without any

problems at all and the more confidence you have the faster you ride the more money you make the faster you move ahead so I'm talking a lot but I want to give your guys as much valuable information as possible but remember it's up to you you have the power in your own being to decide to earn 10 times what you're earning today I call it the same time Factor earn 10 times what's your earnings a day and then learn how to earn seven steps the seven steps in all products and services worldwide have the same

seven steps and you know I think I'm the only person who's ever crystallized the steps written them into books taught them into seminars and people take it and they they get results just bang like fireworks it's a it's a wonderful thing Brian I'm so glad I got to have a chance to listen into all the amazing insights from what you shared um and everybody else that's listening in got to have the same experience again I just want to reiterate the prospecting build rapport qualifying present answer objections close and then the biggest one that I know

a lot of people forget to put so much emphasis on is the resale and the referral you have your seven step formula and it makes it so powerful for you to think hey we need to look at which one may be our weakest link and make sure to work on that so that our Baseline moves up based on what is the lowest of these steps that we might be struggling with and there's answers to all of them there are libraries of products whether it's the audiobooks the books the programs and for those of you who

look at the show notes there's going to be the psychology of selling where you can learn so much more from Brian you're going to be able to go and click on that link and get yourself a copy I've been through this book fantastic thing to listen to and apply in your business and one of the things we started off with is just looking at sales as being a very difficult thing yes it is but if there was one caveat to its difficulty I love that house sales will tell you the truth immediately you know we

we talk about the bad recipe and I love that example Brian but sometimes when we're nice to people even if it tastes bad we'll tell them oh it's pretty good but in sales the results cause and effect is so immediate and direct that you know when it's bad and you know you can improve and having the faith that when you follow the steps you can improve you can be good and it can provide you such a beautiful amount of income to be abundant in the process while helping people and again you've iterated this a few

times it's never manipulation it's helping you're a Helper and this is the mindset that I've been trying to instill to everyone that's on my show and bring Someone Like You on to share your vision what you teach is so aligned to the values that we have which brings me to the one question I love to ask in closing Brian to every one of my guests which is being on the selling with love podcast what does selling with love mean to you well it means that you care about your customers you want to help them you

want to help them improve their lives with your product as long as you see your product as a leverage Factor they plus your product equals a much better life much better results and sometimes one new product one new service one new idea can transform a person's life and make them vastly more successful and they'll remember that that time I learned or that technique or I got that message or I bought that product from you it was the turning point in my life so your job is to see yourself as a Helper and remember um there's

there's a wonderful saying that says some will some won't so what next so so you'll talk to people and they won't be interested even though they obviously need what you have to say so some will some won't so what next and just keep keep on moving just keep on moving you'll always be polite always be thankful and just keep moving remember in the final analysis your success is going to be determined by the number of people to speak to and the number of people that speak to you and who like you and feel positive about

you and the critical thing that you have to do is knock on doors talk to people the more people you talk to the more sales you will make and simultaneously the better you will get and the less time it will take you to make those sales I love it and you were very lucky in your youth that you've encountered a Pete that you were able to model learn from and I think uh it's wonderful to see that you've been a chance or have had a chance to be a p to the millions of people who

are looking for more success and who are facing the struggles and hopefully a few thousand more from listening to this podcast you've been able to be inspired by the one and only Brian Tracy Brian thank you so much for coming on the show and sharing I had a list of questions but you kind of hit them all in the in the conversation so I am happy I am excited and I'm grateful so thank you so much and for all of those who are listening look into the show notes you can grab this psychology of selling

you can go deeper with Brian's material and of course when you go out there keep selling with love foreign [Music]